Author Topic: Thinking about it  (Read 914 times)

williamportor

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Thinking about it
« on: August 04, 2016, 12:02:54 AM »
Hello - Could you folks please give me some advise. I prospect pretty consistently via the telephone and door to door. I have about 25 leads. Office managers and Doctors that are "thinking about" using my services. Most agree that it would be cost effective to use my services, and most are happy with my references, but none of these folks will get off the fence and do anything (you know...like sign a contract!)I've tried writing personal notes, and follow up calls, but nothing seems to work. Any tips on how to convert some of these fence sitters?  :-\

PMRNC

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Re: Thinking about it
« Reply #1 on: August 04, 2016, 07:49:10 AM »
I always bait the hook and dangle it. I will deliver my contract with a proposal and offer. Since I don't require software costs I can usually cut my setup fee in half, I can offer a 20% discount off their first few invoices as well, I choose one of these with the condition they sign the contract by XX/XX/XXXX
You can offer pretty much anything but the key is to make sure you deliver that offer with the contract and the condition that the offer is valid if they sign by a certain day. A sales "clincher" of sorts. :)
Linda Walker
Practice Managers Resource & Networking Community
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Michele

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Re: Thinking about it
« Reply #2 on: August 08, 2016, 07:19:03 AM »
I agree with Linda, offer them something to make it attractive for them to sign up.  If they are on the fence they just need a little push.  Make sure to put an end date on the offer and don't give too much time.  Otherwise they will forget.  There has to be urgency in their decision. 
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bpark73

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Re: Thinking about it
« Reply #3 on: September 29, 2016, 02:27:21 PM »
Hello William I just wanted to give my 2 cents since you've been helpful to me in the past. Although my medical billing experience is minimal, my background is mainly as an entrepreneur having built several companies in a different industry. I completely understand your frustration with client acquisition. Sometimes lukewarm clients that lack desperation can be the hardest to convert. I would agree with Linda and Michelle that you should try to create a sense of urgency where there might not be any.

In addition, have you simply tried asking them what is keeping them from making a decision? Sometimes just asking a direct question can you give you deeper insight into why they're dragging their feet which in turn might lead to another question leading you further down the rabbit hole. Don't be afraid to talk to them, remember you're calling to help them...not the other way around ;)

Also sales is largely a numbers game. It's great you have 25 solid leads in your pipeline and while you should continue to aggressively followup, I would continue to make sales calls and mentally move forward in your marketing efforts. This will not only build your existing pipeline but more importantly will keep your spirits up as you won't wonder why those 25 leads aren't calling you back; and we all know positive attitude is key to doing sales.

In any case I hope that was moderately helpful. As someone who is also interested in eventually starting my own billing business I would love to know of your progress. Keep me posted!

Brian